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Customer Experience Beliefs: 11 to Win Over Customers


If we want our customers to have a superior customer experience, we need to examine our customer experience beliefs. What we think affects what we do. This is true in every aspect of business. With customers, it’s even more important.


Customer Experience Beliefs: Image is the neon sign "belief".

11 Winning Customer Experience Beliefs. Image by Steve Rhodes via Flickr Creative Commons License.

Image by: Steve Rhodes via Flicker Creative Commons License.

11 Surefire Customer Experience Beliefs

  1. Customers cannot observe our intentions. Treat them well.

  2. The customer’s voice echoes forever. Of course they talk about us. What they say is actually up to us.

  3. Persist when you sense potential; shift and innovate when you see futility. Never let frustration with a customer stop you from giving great care and finding a solution!

  4. Make customer experience easy! Count the number of hoops you ask customers to jump through & you’ll find the places they may jump ship! Leave the hoops for basketball.

  5. Courtesy and civility do not undo our authenticity. They allow the customers to easily embrace it. Authenticity is not an excuse for being blunt or rude to customers. A smile can change everything.

  6. A customer’s trust is an invitation for a human bond. Our actions RSVP the truth about our integrity and foretell the customer’s next choice.


  7. There is a difference between service and servitude. The first you choose; the second you don’t. What choice will you make to deliver superior customer experience?

  8. A sincere apology is the quickest way to repave the road of customer trust. Waffling, defending, and delay leaves a trail of mistrust.

  9. Our future is behind every customer. The customer is the heart of our success. Their pulse is our vital sign. It beats for our future. Maintain heart health!

  10. When we hold resentment in our hearts, we deliver far below our capabilities. Learn objective caring to prevent taking customers’ criticisms personally.

  11. Choose to trust until there’s proof to mistrust. Check all your processes, procedures, and touch points. Do they communicate trust or mistrust of the customer? Then ask yourselves, if you were the customers, would you feel welcome?



Are your customer experience beliefs serving or sabotaging superior customer experience? Leaders, do you know what your teams think? Sit with them and ask “What are our customer experience beliefs?” You may be pleasantly surprised or jolted by the silence. In either case, this review is a no cost high return step to superior customer experience!


What winning customer experience beliefs would you add to this list?


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Post:
5 Powerful Beliefs to Win Over Rude or Angry Customers
Irresistible Customer Experience: What Every Customer Wants

©2012-2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

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Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Superior Customer Service: Think Care Not Guilt


I hear some customer service reps, agents, and analysts — even leaders — say that you shouldn’t say “We’re sorry” to customers because it means “we’re guilty.” There is even one consultant who has written a book with this same idea. The problem is, it is simply not true. It’s a myth and a costly mistake to make.


Sorry doesn’t mean guilty. It means we care. In fact if we are thinking about who’s guilty, we aren’t even in the zone of delivering superior customer service and customer experience.


Don’t picture this …



Superior Customer Service: Image is words Mea Culpa

Superior Customer Service: Sorry Doesn’t Mean Guilty Image via Istock.com





Picture this …



Superior Customer Service: Image is Balloons w/ Sorry Words Celebrating!

Superior Customer Service: Sorry Means We Care!

Grateful for both images from Istockphoto.com.



Superior Customer Service: Think Care, Not Guilt!

Superior customer service is never about guilt. It’s about responsibility, desire, and passion to serve and to care.

  • Sorry doesn’t mean guilty. When we offer condolences at a funeral, it doesn’t mean we are guilty. Sorry is one of the many ways to express empathy. We’re sorry for your _________ doesn’t mean we’re guilty of it.

  • When customers are upset with us, we are responsible (not guilty) for the less than satisfying experience they had. Let’s not back away or defend ourselves. Let’s make it an incredibly great moment that customers will remember. Studies show that outstanding service recovery skills often create some of the most loyal customers! Many customers believe that some mistake is bound to happen and they are wowed by great empathy and service recovery skills.

  • Thinking that sorry means guilty says we are thinking of ourselves instead of the customer. We have misinterpreted the customer’s outburst as an accusation against us. It isn’t. Customers want care and resolution. Give them an unadulterated full out “we’re sorry”. Give them full commitment to resolve the issue and loads of care.

  • Customers can get upset for many reasons. Don’t analyze whether they are valid reasons. Don’t analyze who’s at fault. Don’t act neutral. All of these are wasted time and effort. Go all the way and show them true empathy. Empathize emotions; don’t analyze them.


  • Humility is not humiliation. Humility allows us to put the customers emotional needs ahead of ours. We are the professionals. This is not humiliation — the driving emotion behind the guilty/sorry debate. The debate is useless. It sidetracks us from the main goal of delivering superior customer service, memorable customer experience, and retaining the customers.

  • Live with accountability not blame. We are responsible for delivering superior customer service experience. This is a far cry from being guilty when we miss the mark.



Remember, if customers are complaining to us, they’re still interested in our business. We have a chance to show we care. A chance to wow. Don’t blow this chance by withholding empathy. Give a caring “we’re sorry”. It’s not a shameful “we’re guilty.”


Apologize to customers if they had a less than stellar experience. It is a chance for us to reaffirm commitment with true empathy. It’s a chance to show just how much we care about them. It’s a chance to improve our business and wow the customers even more.


Short 2 minute video with inspirational message for leaders and teams to deliver superior customer experience!


Replace guilt with care. Guilt doesn’t belong in superior customer service. Care does. Create a customer-centric culture that brings them back for more.


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Post:
Leadership: Breed Accountability Not Blame
24 Customer Service Tips That Make Loyalty Easy
Superior Customer Service: 5 Ways to Stay Calm AND Caring w/ Upset Customers

©2013-2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Irresistible Customer Experience: The Core Truth

An irresistible customer experience is not the tough unachievable summit many leaders and teams picture. There are things that every customer wants to hear and wants to experience.

Irresistible Customer Experience: Image is pictoquote of Make positive thinking our way of life.

Irresistible Customer Experience: What Every Customer Wants! Image by: BK Symphony of Love

Image by BK Symphony of Love via Flickr Creative Commons License.

Irresistible Customer Experience: What Everyone Wants

An irresistible experience …

  • Is pleasurable.
  • Makes us feel wanted.
  • Puts us in a positive light.
  • Gives us something we really want.
  • Surprises us with something positive we didn’t even know we wanted.
  • Gets better and better each time.
  • Reawakens pleasant feelings we had before.
  • Prevents or relieves difficulty or pain.
  • Elevates us in some way.



An irresistible experience doesn’t …

  • Inflict pain.
  • Confuse.
  • Demean.
  • Manipulate.
  • Ignore.
  • Require anger for action.



What customers want to hear …

  1. Welcome. We’re happy you’re here.
  2. Thank you for being our customer.
  3. You’re the reason we exist.
  4. We like serving you.
  5. We respect your choices.
  6. We’re glad you’re back.
  7. We’re listening.
  8. We work hard so you won’t have to.
  9. You’re worth it.
  10. We’re sorry you’re having trouble. Let us fix it!
  11. We will make this easy for you.



Marketing folks capture this core truth of irresistible customer experience in the company tag lines they write. So why do so many companies with great tag lines struggle with delivering an irresistible customer experience?


They make the simple truth complicated!

  • They don’t believe that customer experience is critical to financial success. Yet the simple truth is, customers leave when the experience they have with your company is mediocre or bad.
  • They mistrust customers and thus hedge on giving. Irresistible customer experience becomes unattainable.
  • They mistrust employees and thus don’t empower them. Say goodbye to irresistible customer experience.
  • They become metric-centric instead of customer-centric. Customers don’t list great metrics as an irresistible customer experience!
  • They believe that only small companies can deliver an irresistible customer experience very time. They think that scaling up makes wowing the customer impossible. This belief blocks the possibility. If you can’t envision it, it won’t happen.




However, when we remember the core truth of what every customer wants, we are well on the way to delivering an irresistible customer experience every single time.





Irresistible Customer Experience: Image is "Thank You Cards"

Irresistible Customer Experience: The Simple Core Truth Image by: KatrinaAlana

Image by Katrina Alana via Flickr Creative Commons License.



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
Customer Experience Superstars & The Irresistible Things They Give
Customer Experience Vibe: Are You Being Generous or Greedy
Fake Empowerment: The True Cost to Customer Experience


©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customer Experience Superstars: Are You Ready to Be One?


For years I’ve had the honor of inspiring customer service and customer experience professionals to be superstars.

Super stardom starts with desire. The actions that create a marvelous customer experience come from the thirst to celebrate the customers.

Customer Experience Superstars: Image is gold stars.

The Celebratory Give & Take of Customer Experience Superstars!! Istock Image.





Superstars shine through customer success.


They engage in the celebratory give and take of customer care.


Their leaders inspire this desire daily and guide efforts to service excellence.




Image licensed from Istock.com

The desire launches through inspiration, takes shape in beliefs, sustains with commitment, develops through actions, and is honed with daily practice.



Are you and your teams ready to be customer experience superstars?



Customer Experience Superstars: Here’s What to Give & Take


    #1 Give your attention. To what customer trust truly means. To the customers themselves. To the customers’ human needs as well as the tactical requests. To the details of execution without turning the details into the destination. The destination is a great customer experience. The mission is the customer care to get there.


    #2 Give your listening. For what the customer perceives and is trying to achieve. Customer experience superstars celebrate the input to create output. The destination is a great customer experience. The mission is harmony with the customer to get there.


    #3 Give your empathy. It is the essential connection to customer trust. Empathy is feeling what the customer feels. It is not limited to comforting them in negative situations. It is the underpinning of great design. It crafts customer friendly policies. It puts you and the customer in community. It solves actual customer problems. The destination is a great customer experience. The mission is empathy with the customer to get there.


    #4 Give your heart. Customers judge commitment and establish trust through the heart. Heart is visible in the quality of products and services. It is authentic. It shows through the design and delivery. It elevates the spirit as it meets a tangible need. Heart transforms a great idea or invention into sublime success and profit for both. The destination is a great customer experience. The mission is giving your heart and authenticity to the customer to get there.


    #5 Give your objectivity. Objectivity unsticks people from tunnel vision. It creates new roads to success. It questions the obvious to uncover the obstacle and discover the answer. It preserves your professionalism in tough times and serves the customer well. The destination is a great customer experience. The mission is using your objectivity with heart to get there.


    #6 Give your balance. Balance creates a valuable human connection with the customer. Balance feels good. It draws customers back to you and the comfort. It impresses customers with your ability to see the big picture before they complain. It is not the extreme enforcement of a rigid policy. It is the design and use of procedures as guidelines that enable marvelous service. The destination is a great customer experience. The mission is keeping your balance to get there.


    #7 Give your ease. There is one thing that every customer wants and that is ease! Ease of interacting with you. Ease of using your website. Ease of getting information. Ease of making a decision. Ease of use. Ease of purchase. Ease of meeting their specific needs through you. The destination is a great customer experience. The mission is making it easy for the customers to get it.


    #8 Give your flexibility. Large organizations often struggle with this. They design a complex structure to preserve quality yet these become rigid processes that instill fear of flexibility. Customer experience superstars like Zappos, Nordstrom, Ritz-Carlton have conquered that fear. They plan and manage for success yet don’t let the plan kill the customer experience. The destination is a great customer experience. The mission is conquering the fear of flexibility to get there.


    #9 Give your knowledge and insight. In the mobile sea of Web based information, customers still value perspective, experience, and insight. Anyone can look up a list of restaurants for their vacation spots. Front desk superstars and concierges can filter that list and tailor it for the customers. The destination is a great customer experience. The mission is expert tailoring for a wonderful customer fit!


    #10 Give your solutions. Delivery with care is the mecca of a great customer experience and what customer experience superstars do so well. Solutions that hit the mark leave a lasting memory. It takes both vision and tremendous cross teamwork. It takes true customer focus to overcome the security of internal bureaucracy. The destination is a great customer experience. The mission is the teamwork, urgency, and follow-through to get there.


    #11 Give your professionalism. Professionalism is loving the feeling of caring for others. With customer experience superstars, it supersedes frustration, impatience, and envy. It puts a positive tone into every word. It holds the customer’s best interest in equal weight to the company’s goals. It defines the superstar’s work identity and sustains the long term customer relationship. The destination is a great customer experience. The mission is professionalism to get there.




Be Customer Experience Superstars!

Find and Take …

  • Pride in your service; it is not servitude.
  • Note of your growth; it is not an easy road.
  • Comfort in the comfort you provide.
  • Strength in your teams’ collective talents.
  • Every opportunity to wow the customer.



Customer experience superstars celebrate what they contribute to the customer’s success. They take extra care and pride in doing it.


Be customer experience superstars. Shine through the customers’ achievements. Be instruments to their success. Get set and be ready for mission possible!


Leaders, how are you inspiring and developing customer experience superstars?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
Business Leadership: Who Are Your Customers’ Advocates?
Rapport is the Artery to the Heart of Trust for Super Customer Experience
Leaders, Are You All Attitude Ready?

©2012-2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Business Leadership: Do You Have a Culture of Customer Advocacy?


If a customer asked you right now — who is my advocate — what would you say? The consumer protection agency? The better business bureau? Or everyone in this company!


Business Leadership: Image is two hands joined.

Business Leadership: Who Are Your Customers’ Advocates? Image by Craig Sunter via Flickr Creative Commons License.

Image by Craig Sunter via Flickr Creative Commons License.


Or would you hesitate? Would you start thinking of which department handles angry customers?

If a customer asks one of your employees — who is my advocate — will they be stumped by the question?

If you and your teams wouldn’t all respond “we are”, it’s time to ask yourselves …


Do we really have a culture of customer advocacy?



To customers, the answer is either yes or no — not halfway or maybe.



Business Leadership: Without Customer Advocacy

When customers ask, “who is my advocate”, the only answer that earns you their trust is … “all of us.” Else at some point, the customers will experience:

  • The Great Runaround.

    Whether it’s in a small professional practice, a mid-size business, or a large corporation, the customers will feel like hockey pucks at some point as you and your teams pass them around. Meanwhile the pucks (your customers) will look around for a company that advocates for them instead of playing with them.


  • The Tug-of-War.

    When you specify departments or individuals as customer advocates, you set up customer interaction as a tug-of-war. It tells the customer you want to contain what you offer them. The customers must tug and tug to get what they want.


  • The Last Resort.

    If your business leadership isn’t customer advocacy, the culture is “catch the customers just before they leave.” Yet, your retention efforts are late. By then, the customers are fed up and no longer trust you. They feel unappreciated. They have endured too much disdain, frustration, and pain to still care.



Business Leadership Customer Loyalty: Image is a saying.

Business Leadership for Customer Loyalty: Image by Lessons Learned in Life.




Business leadership without customer advocacy comes across as manipulative and greedy. It mistrusts customers in the fear they will drain profits. It isolates their requests to certain departments in response to this fear. This toxic vibe is not a customer retention strategy.





Long term success in business is achieved through and with the customers. Let your message to customers be: We exist because of you!


Have each and every customer saying, “This company makes life easy. They are reasonable and professional. They have great products and services at a fair price and I have no need to leave.”


Build a culture of customer advocacy. Empower every employee to be a customer advocate. Seek and destroy all silos, tugs-of-war, runarounds, and mistrust. That’s smart business leadership that creates customer loyalty.



What businesses have impressed you in this way? Give them a shout-out here!



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
Business Leadership: The True Cost of Fake Empowerment on Customer Experience
Business Leadership: Win Customer Loyalty on the Move!
Customer Service is Head & Shoulders Above When You’ve Got Their Back

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, delivering the ultimate customer service experience, employee engagement, and teamwork. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Ersatz Empowerment: Customers See Through to the Truth About Your Brand


Ersatz Empowerment: Image is Empty Panel w/ Magicians

Ersatz Empowerment: True Cost to Customer Experience. Image by Wonderlane via Flickr.

Image by Wonderlane via Flickr Creative Commons License.


Study after study shows that employee empowerment is essential for superior customer experience.  Complex layers of approvals and silos of solution teams create more than delays. They create breeches of customer trust.

Yet despite the research, leaders still engage in ersatz empowerment that falls short of what’s needed to create superior customer experience.

Ersatz empowerment includes:

  • Telling employees they are empowered yet not tooling them with information or technology to act empowered.  What does the customer actually experience? Holes and gaps and a vacuum of trust.  This lip service to empowerment is not half-way empowerment. It’s ersatz empowerment. It’s zero empowerment. It’s fake and customers can see through it.

  • Onboarding employees with procedures without orientation about the organization’s customer service culture.  Procedures alone do not empower and they don’t create superior customer service experience. Big picture awareness, knowledge of existing customers, and understanding how and when exceptions are made empowers employees to deliver superior customer experience.

  • Leaving silos in place that make front line empowerment impossible.  It takes cross teambuilding to break down silos. Front liners can’t do it alone. Without leaders changing the culture, you have ersatz empowerment at the front line that fills the customer with mistrust about your brand.

  • Believing that customer service skills are inborn.  They aren’t in most people. Customer service training is a vital mechanism for empowerment.  It empowers the employee with professional skills to step outside of their own perspective and into the customers’ mindsets. It gives them essential ways to build a thick skin and a warm heart for difficult moments.  It reduces the number of times they must escalate incidents to management.  This is true empowerment.These are trust building moments with customers and they make or break superior customer experience.




So what’s the true cost of ersatz empowerment to customer experience?



It’s more than just delays to resolving customer issues.  It’s more than just customer frustration.

The true cost of ersatz empowerment is loss of customer trust.  Customers translate all of the holes, gaps, delays, and frustration to one powerful feeling:

You don’t care therefore I don’t trust you.


This is a very avoidable catastrophe.  Create a culture of customer service excellence with truly empowered employees.  Give them training, tools, big picture awareness, knowledge of customers, and collaborative engagement. 


Replace fake ersatz empowerment with a trust building organization that will outstrip the competition and sustain itself for decades to come.


I’m here to help you! Let’s talk soon about the steps to empowering your customer service and customer experience teams.


From my professional experience to your success,
Kate Nasser, The People Skills Coach™


Related Posts:
True Customer Experience Leadership: Breed Initiative Beyond Procedures
Customer Experience Vibe: Is Yours Generous Or Greedy?

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Service Recovery, Goes Far Beyond Problem Solving!


Customers hope for no problems. Yet problems arise. Nothing is perfect. When they do, customer service recovery is the hot landing zone for success.


To meet customers’ expectations in that zone, we must know what customer service recovery is and build a culture including everyone — not just the front line. Some leaders define service recovery as “resolve the problem”. They apply great resources to it. They are stunned when customers leave despite the problem resolution. They wonder what customer expectations they missed.


Customer Service Recovery: Image are lights of airplane landing.

Customer Service Recovery Landing Zone for Success. Image by: Echo9er

Image by Echo9er via Flickr Creative Commons License.

Service Recovery Requires Far More Than Problem Solving

Here’s what these leaders missed in defining and delivering service recovery. In addition to solving the problem, we must …

  1. Illustrate Commitment.

    When customers experience trouble, our every move has to show total commitment to them. Ask yourself: What are we committed to? Standard procedures and processes? Organizational structure? Or the customers’ success?

    Good sense service recovery: Show commitment to the customers. Give them attention and make it easy for them! In the hot zone, replace routine everyday procedures with full focus on the customers as well as their problems. All the problem solving behind the scenes won’t rebuild trust if we ignore the customers and inflict more pain along the way.


  2. Work With Credibility.

    Leaders, credibility hinges on ownership and empowerment. Committed empowered team members with customer service people skills can deliver excellent service recovery. Non-empowered team members will fall short. Why?

    Because they can’t convince customers that the organization is owning the problem. They will always seem like smiling gatekeepers not capable customer advocates. During service recovery, this inflames the situation. Customers believe no one cares and nobody is doing anything. They leave with frustration and bad memories.

    Good sense service recovery: Empower team members with information. Give them permission to work across departments for credible service recovery. Else customers believe we care more about our company’s structure than we do them. Why should they return and be loyal?


  3. Collaborate and Team Up.

    If your business is comprised of structured silos, collaboration and teamwork can be the weak spot in service recovery. You can’t just give permission to an employee to work with another team. The other teams must welcome it and collaborate too.

    Good sense service recovery: If the top leader has asked you to lead service recovery improvements for the organization, engage your management and leadership peers. Work together to identify all teamwork obstacles to service recovery. Their teams must all deliver service recovery. These leaders and managers must help craft it.

    If your peers resist, it can be a sign that your organization’s commitment to service recovery is painfully weak. Rigid managers who protect their domain are placing internal politics ahead of customer well-being and the company’s success.


  4. Communicate Throughout the Process.

    Lack of information and sparse communication kill service recovery. Think of the pain it inflicts on customers. They can’t move on to achieve their goals. They feel helpless, incapable, and even panicky and desperate. It puts them on hold completely. Many think that not knowing is the worst. They see it as the height of selfish uncaring behavior.

    Good sense service recovery: There is no excuse for lack of communication. Keep customers informed throughout the process to show them you are owning the problem and working on it. If you have a resolution plan in place to solve some of the bigger problems, communicate it. Solving the problem is not enough.


  5. Show We Care.

    How we communicate makes all the difference. Our words and tone of voice either speak our commitment or show we don’t care.

    Good sense service recovery: Provide customer service people skills training. It turns everyday communication into professional service recovery skill. Deliver it to all teams not just the front line. How teams speak to each other affects the total effort and the service results. It is the difference between a customer centric culture and a non-empowered front line.





Important Questions from Leaders

In the 25 years I have been consulting and training on service recovery, leaders most often ask:

  • Must we do years of work to establish the customer centric culture before we train our teams on service recovery people skills? Answer: You can do it simultaneously. Caring communication is so important that the sooner you do it, the less pain you inflict on customers. The training also helps to create the customer centric culture although training alone can’t do it.

  • How do we explain to non-customer facing teams the value of service recovery skills training? Stress that how we think drives our behavior. Service recovery people skills training focuses on mindset, teamwork, and how to communicate with each other — not just with customers.

  • How can we ensure team members use what they learn? In the training, use customer situations that actually occur in your company. Engage the team members in the training; don’t just lecture and tell. Model the behavior yourselves. Lastly, ask the team to come up with ways to keep the learning alive. Will they make reminder cards? Will they start each day with one tip from the training? Will they share lessons learned each day? There are many ways. Let them wow themselves, you, and of course the customers!


What service recovery questions do you have or tips would you like to share?



We can make service recovery great and easy!



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
Leaders, Can Your Teams Ace This Service Recovery Moment?
Customer Service Recovery, Use People Skills to Deliver vs Defend


©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customer Experience Big Data: Retailers How Will You Use It?


As apparel retailers offer more incentives to buy online, they run straight into the cost of returns.  The press is reporting that many will use customer experience big data to track and punish customers with high volume returns.


Very interesting — punishment as a customer care success strategy?

Customer Experience Big Data: Image is Swaddled Smurf says customer care.

Customer Experience Big Data Retailers: Punish or Perish? Image by Storque via Flickr.




We aren’t talking about customers who shoplift. These are customers who must try on what they buy online and return what doesn’t fit. Punishment will not stop their returns.

Possible punishment will discourage many customers from buying in the first place!


Customer Experience Big Data: Care & Integrity

Retailers if you are losing money from returns, consider a more positive approach. Don’t use manipulation to lure everyone in and punishment when the returns come in. This isn’t customer care!


Reward the positive. That’s customer care.

  • Instead of free shipping up front and punishment for high returns, refund the shipping to customers with low volume returns. It’s a reward. Customers love to be rewarded. Rewards feel good. Rewards bring people back for more. Use customer experience big data to reward not punish.

  • It’s also honest. It’s profit through integrity. Conversely, punishment for returns exposes the lack of transparency in your promotional offers. Free shipping isn’t free if you plan to punish later to recoup the money.







Do you want customers to have a positive impression of your brand?

Big data as big brother won’t do it.



Think about the busiest shopping season — the Holidays. Do you want to punish the high volume apparel gift givers who return gifts that don’t fit their loved ones?

What greeting will you use? Happy Holidays from the retailer who punishes? Brought to you by the Marquis de Sade marketing agency?



No one disputes that businesses must be profitable. It’s clear that returns cost money.

Yet upfront offers that start with “come here we want you” and end in punishment are more like predatory stalking than customer care.



Keep it simple. Remember the basic relationship. Customers place orders and retailers fulfill them. Reward customers that stand by you and see your reputation and your coffers grow!

Online shoppers what do you think?

What retailer practices do you like and dislike?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Image by Storque via Flickr Creative Commons License.

Related Posts:
Retailers: The Opposite of Convenience May Surprise You
Customers Say, Make It Easy!

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customer service stories: Image is rolls of money up an arrow.

Customer Service Stories: Worst to Train Best. Image via Istock.com

As The People Skills Coach™, I use both positive and negative real life customer service stories to train Service Desk and Help Desk analysts, Customer Care teams, Customer Service Reps, and Contact Center agents.

The positive customer service stories define the model of great customer service behavior. The negative customer service stories address the emotional intelligence team members need to deliver memorable service.

Below are the 25 worst customer service stories of the 40 that I received in response to the question: What is the worst thing a customer service rep ever said to you?

If you own a business or are in a position of customer service leadership, ask yourself if any of your team members would act these ways?




The 25 Worst Customer Service Stories


  1. The foul language in this story is clearly wrong. Will your CSRs quickly identify the other critical error in this exchange? Here’s the story from Ron B: I had a problem with a new piece of electronic equipment and called for assistance. The first technician I talked with insisted that there was nothing wrong with his company’s equipment, that it must be my fault. When I explained that everything in the network had worked perfectly until I powered the new item up, he laughed at me. When I asked to talk to his supervisor, he responded with the infamous two letter expletive and hung up. I called back and spoke with a different tech who was able to resolve the problem in a matter of minutes and who then asked his supervisor to join us on the line. When I told the supervisor of my earlier experience, she asked me to give her one day so she could resolve the problem. She called back in less than fifteen minutes to tell me that she and the call center manager had reviewed the tape of the call, fired the original technician, and promoted the second one to a customer service training position. It went from being the worst customer service experience ever to one of the best in less than half an hour.
    Submitted by: Ron B.


  2. The story: I was trying to get some information from the local cable company, Comcast, about my bill. I couldn’t understand the different groupings of channels which had no explanation just names like Extended Package. She couldn’t explain it and kept getting the same channels in different groupings. I said, very politely, “I don’t understand your explanation, is there someone else who can explain it to me so I will understand it.” She replied: “You’re stupid.” Then she hung up.
    Submitted by: Elaine B.

  3. “You’re not following our process.” Sadly, this was said to a customer by one of my own CSRs.  This was a wake-up call for sure.
    Submitted by: Drew J.

  4. “I’m sorry, but that’s our Policy and I’m not connecting you with my supervisor.”
    This reply is anathema to the reason for customer service — to serve the customer (the person with the $$$ they want).  I could care less about their policies.  My policy is that I don’t do business with companies that don’t treat me with respect and give me value for my money.  If something doesn’t work, then just fix it.  If you don’t know – then say “I don’t know, but let me find out for you.”  Companies are run by humans and humans make mistakes.  I don’t judge them badly because they make a mistake.  It’s how they resolve the mistake that matters.
    Submitted by: David G.

  5. Can you believe this interaction? Here’s the story: In our large grocery store, I asked about the cinnamon buns that were in the sample dome. The employee I asked said that they were very fattening and I could do with losing some weight!
    Submitted by: Andrew F.

  6. I explained to a computer company rep that I had 12 new laptops that would not power on no matter what I did.  His answer to me was “What do you want me to do about it?”  I said excuse me?  He clarified by saying “if they don’t power on I can’t trouble shoot them and if they aren’t powering on, it has to be something you did to them that made them not work.” I still have nightmares.
    Submitted by: Liz M.

  7. “You will have to go online to and fix this.” I replied “Seriously? I am talking to customer service – a real live human being and you can’t do a thing for me? “Yes ma’am, you need to go online to do this.”  So I asked her, “What, exactly, do you do?”  Silence.
    Submitted by: Shelly S.

  8. It’s not our fault that you have this problem – it’s yours.” (Big Insurance Company in the UK)
    Submitted by: Ian T.

  9. I’m still fuming from my experience with an online site for booking airfares this morning.. Woke up sick as a dog, needing to catch a flight at 7:00. I’ve probably booked one hundred flights through this company’s site and I have always paid the $20.00 insurance if changes ever come up, including unexpected illness. I have never actually used this insurance but was happy to have it until I was told from ABC Airline: “I’m sorry, there’s nothing we can do for you.”  And, then again from online booking site, “I’m sorry, there’s nothing we can do for you.” Lesson learned. Don’t buy insurance from an online booking site or better yet avoid this one altogether.
    Submitted by: Anonymous

  10. Is this stupidity or lack of caring? The story: A pharmacy rep refused to authorize one of my meds. When I told her I had been waiting 2 weeks and explained the effects of not having them,  she said “maybe you should see a doctor about these new symptoms.”
    Submitted by: Denise C.

  11. Are your reps so busy following scripts that they don’t listen? Here’s the story:  My father passed away.  I called a credit card company to cancel his account.  I said, “My name is Debra. My father Pat passed away and I am the Executor of the Estate. I am calling to cancel his account.”
    The rep replied, “Well, I need to talk to Pat.” I said, “Listen very carefully. He’s DEAD – now if you want to talk to him, you’ll have to figure out how to. GIVE ME YOUR SUPERVISOR!”   The Supervisor got on the phone and I said, “Do you have a connection with God?”  She cracked up laughing – she had heard about the conversation.
    Submitted by: Deborah B.

  12. I called computer printer company’s customer service about my new printer that wouldn’t interface with my computer even though the company swore it would easily work.  After hours of being on hold and being told that I had obviously done something wrong or just couldn’t understand, the rep told me “Yeah, really not my problem, lady.” So I contacted the computer company. They figured out the problem – and were nice.
    Submitted by: Julie G.

  13. My favorite bad customer service response was “it is working as designed” after the support agent was able to duplicate an obvious bug/error in a popular word processing program.
    Submitted by: Tom M.

  14. “You should buy one of those bust reducing bras from (another company).” This was said by one of the stick thin pre-pubescent staff in the clothing store I was in.  This is customer service? I don’t think so!
    Submitted by: Emma C.

  15. Is this the new version of customer self-service ? The story: I was checking out at WalMart, with my elderly Mom and small kids in tow.  A pair of $8 shoes I was buying rang up for $10. I questioned the clerk on the price at which time she said “No they rang up for $10. “You can go back there and check it yourself”. I wasn’t about to do that, so I just settled up for the $10. grrrr.  Got home and pulled the shoes out of the box and guess what. The actual price tag on the shoes said $8! Next day I went back to customer service and happened to be waited on by the same clerk at which time she said, “That wasn’t my fault; it was the cash register. I can’t help you”.  I had to find the store manager to get the issue resolved.  He not only gave me all my money back, but he let me keep the shoes.
    Submitted by: Amanda K.

  16. I had spent well over 3 hours on the phone with customer service/tech. support, having been repeatedly put on hold, transferred, and disconnected. I called back after yet another disconnection after being on hold for several minutes. The person who answered started to go into their script, asking me for irrelevant information. I told the person that I just needed to be connected to XYZ because I had been disconnected after being on the phone with them for over three hours. The rep went to a very long speech about how he’d be happy to transfer me. I didn’t need a speech. I just needed him to transfer me. I told him this. He repeated the speech. His scripted, “inhuman courteousness” just made me angry and hate the company.
    Submitted by: Joe S.

  17. Have your reps ever said this? “There is nothing I can do for you.”  I asked for a supervisor and they told me that the supervisor will tell me the same thing!
    Submitted by: Sahar A.

  18. This one is beyond belief — yet true. Here’s the story: I was hosting a party for 150 people and needed catering prices 7 weeks prior to the party to review bids, select caterer, or determine another venue. I had a drop-dead due date and explained that.  When I contacted the caterer for prices because they hadn’t contacted me by the morning of the due date, my main contact was on vacation and left no information. I was fuming. Obviously, they did not get my business.  When I finally reached the caterer to determine how they could have made such an error, he said “I decided you didn’t need it by your due date.” I was appalled.  How could they decide my due date? I did contact the management office and heads did roll. This was not lost business from this one event, but there were 5 hosts involved (their friends) and word of mouth travels fast.  While management appreciated my comments, they were foolish in not throwing me some type of bone to offset the situation. In a world where it’s tough to get business, this is not acceptable.
    Submitted by: Lisa R.

  19. “ya wesd rufj dimn uklod doodop” In other words, the worst customer service ever was delivered by someone who spoke no comprehensible English. I’ve heard it hundreds of times to lesser degrees, but in one case it was entirely incomprehensible. When will these companies learn that customer service agents need to actually be comprehensible in the language they are supposedly supporting?
    Submitted by: John B.

  20. How would your reps reply to this request? Here’s the story: I lost my cable service for 3 days. Apparently, it was a system wide failure and thousands of customers were affected. During the course of my conversation, I said something like “Please just credit me for 3 days worth of service.” The rep said, “We can’t do that. Do you know how much it would cost us if we credited everyone for the past three days?”
    Submitted by: Phil F.

  21. “I am sorry but that’s our policy”. Even if the rep says it politely, this is a statement that can tick anybody off. Such a statement exudes rigidity and inflexibility, which is the last thing a customer wants to hear when he/she calls customer service with a genuine problem.  This statement, if used too many times by a customer service agent during a call, would generally lead to an escalation or loss of a customer which indicates the poor performance of the agent.
    Submitted by: Om D.

  22. Have you taught your reps the difference between professional and personal behavior? Here’s the story: I was speaking with a customer service representative about a problem I was having.  I said, “I know it’s not your fault.” She said, “That’s right. It’s not my fault.” She is the representative of a company. She should accept responsibility even if it’s not her personal fault!
    Submitted by: Randi B.

  23. Here’s one of the recent nightmares I lived through. There was a charge on my Citibank Mastercard from a vendor who renewed my $400 membership without asking me.  I spoke with the vendor and he agreed to send a credit into the credit card company for the charge.  Since the credit card bill was due in 15 days, I called the credit card company to ensure that I wouldn’t have to pay $400 up front only to have it credited back later.  The rep who answered the phone went into his long drawn out scripted answer. I asked to speak with a supervisor and after waiting on hold, the supervisor started another scripted answer.  I said, “I am a busy person and I just need a simple direct answer instead of the script.” He replied: “I am sorry you called when you were busy.  We are open 24 hours a day.” I stopped using that card.  I will not give my money to a company whose representatives communicate sarcastically and blame me for their slow scripted service.
    Kate Nasser, The People Skills Coach™

  24. I had a credit card and somehow after a year the bank changed my zip code and I didn’t get the bill. When they called I explained I never got a bill. After we found the issue I asked for a refund of the late fee. Though I got it eventually I was initially told, “You are responsible for your bill, we only send the statement as a convenience to you.”
    Submitted by: Shawn D.

  25. What would your reps say if they had difficulty communicating with a customer? Would they sound like this rep who acted as if she was the sergeant in charge.  Here’s the story: A rep at a big box cable company in the Midwest said to me:  “You’re not listening to me. “
    Submitted by: Linda L.




If you are a business owner, customer service leader, manager, or supervisor, consider using customer service stories during team meetings for continuous learning and improvement. As a customer service leader you may be surprised at what you hear from your teams.

If their discussion focuses primarily on the customer’s behavior, your reps and analysts may need additional training on their customer care attitude and emotional intelligence. If instead they quickly acknowledge that the service was far below par, ask them specifically how they would handle that same scenario. To punctuate the training, ask each team member to state one step they will take that day to give outstanding customer service.

The key training topics from these customer service stories include emotional intelligence, customer care attitude, listening skills, the perilous effects of procedur-itis, ownership, and clear communication. I would be pleased to work with you as you take your team members to the heights of customer service excellence.


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
21 Customer Service Tips to Make It Easy for Customers

Image licensed from Istock.com

©2010-2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels.

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customers Speak: This is What We Want & Deserve!

Great customer service and wonderful customer experience is one simple characteristic come to life — ease! We can make a much longer list.


Yet when customers speak, it comes down to one underlying wish — ease. Every time customers speak, they are saying, “If you’ll listen, we’ll train you on the ease we want and deserve. You want and deserve it when you are the customer.”




Customers Speak: Image is the letter E.

Customers Speak: This is What We All Want! Image by Chrisin Plymouth via Flickr Creative Commons License.

Image by Chrisin Plymouth via Flickr Creative Commons License.

Customers Speak: We All Want Ease!

  • The road warrior business travelers want low stress to retain high energy. When we say our luggage is lost, don’t correct our words and call it delayed. Apologize for the inconvenience, locate it, and get it to us. Aah … ease!
  • The parents renting your space for their child’s special event want everything to flow well. When we ask for something extra at the last minute, don’t read us the signed agreement. Tell us if you can do it and for how much more money. Aah … ease!
  • The elite customers paying loads of money want to be pampered. When we wish you a wonderful day, don’t tell us it’s only wonderful when you’re done with work. Let us live the short dream that life is wonderful. Aah … ease!
  • The gift card recipients want to buy themselves a treat. Don’t confuse us with complicated terms and exclusions. Make it as easy as using cash or a debit card. Aah … ease!
  • The customers suggesting customer service improvements want their ideas noted and considered. Don’t tell us the problem. Don’t tell us why things are the way they are. Thank us for the suggestion and explore its possibilities. Aah … ease!
  • The business customers working hard for success want the supplier to deliver with no mistakes. Don’t just believe everything will be OK. Have a backup plan to keep our success alive even when you slip up. Aah … ease!
  • The dissatisfied customers want the problem resolved without a fight. Don’t keep us from the promised land by quickly saying no and staffing unempowered reps. Listen to our situation and work with us before we yell. Aah … ease!



Customers speak this wish for ease in every moment of interaction.

You speak it when you are the customer.

Do you hear it when you are the service provider?


The Story When Customers Speak

    Consider what happened to one of my blog readers, Karen Bacot. She had fasted for two days in preparation for a medical procedure. The doctor’s office called the day of the procedure to confirm — a later date! Karen explained that the office had made a mistake and she was coming today. The office rep said bluntly that they hadn’t made a mistake and they couldn’t possibly do her procedure today.

    Karen persisted, “Do I need to remind you that you are talking to someone who hasn’t eaten in two days?” This plea finally broke through the office rep’s uncaring mental block. The rep connected Karen to someone who worked with her to resolve the issue.



All customers speak one universal wish — ease! Why make the interaction tough? Eventually the rep connected Karen to someone who could help. Why not do that at the start? The stress served no purpose. It also left a very bad uncaring customer service impression of that healthcare office’s brand.

Service Providers: What Makes Ease So Tough?

Mistrust.

Do you trust customers or believe that most will do things to undermine your success? Your mistrust will create obstacles that block customer ease. Your mistrust can drive them into the bank rolls of those who trust them.

Fear.

Are your procedures designed to protect your business more than they provide for customer ease? Companies who live in fear of every possible mishap for themselves complicate service delivery. Still customers speak one request — ease — to their next service provider.

Touch of greed.

Are you so micro-focused on daily profit, you don’t see the chances to give a little extra for customer ease? Customers reward service providers who always give a little extra — flexibility, respect, gratitude, and of course ease!


What story of ease or difficulty will you share here to help service providers improve?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Other Posts for You:
21 Tips to Make It Easy for Customers
Customer Experience: The Opposite of Convenience May Surprise You
6 Needless Costly Customer Service Mistakes

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me on social media.

Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. Engage in people skills learning! I invite your questions, share my experience, and welcome your wisdom.

Customer Service People Skills: Leaders, Get Over These 2 Myths!
 

Customer Service People Skills: Image is sign that says BUMP.

Customer Service People Skills: Leaders Leave These Myths Image by: Raymond Bryson via Flickr Creative Commons License

Image by Raymond Bryson via Flickr Creative Commons License


Mindset and beliefs drive customer service people skills behaviors. They are a big factor in customer service excellence.


Leaders, are you sure your teams’ beliefs feed great customer service people skills? Will they deliver great outcomes? Will they bring customers back?


In this 2 minute video are two commonly held beliefs/myths that erode success. Listen in to make sure you lead great customer service people skills.




Make Over These Customer Service People Skills Myths!

Leaders, watch out and wipe out these risky beliefs!

  1. Mentioned in video above.
  2. Mentioned in video above.
  3. Employees first, customers second. Be careful! This dangerous belief developed as a reaction to inhuman call center culture. It’s an outgrowth of myth #1 noted in the video. Instead of establishing an order of who is first or second, inspire the teams to unite and care!
  4. Fire customers who complain too much. There are companies boasting of how they get rid of customers who complain. Warning: Closing the doors to complaints and complainers may close your doors permanently! Open the mind to customers’ views and open the door to success.
  5. Customer service people skills are just common sense. If it were truly common sense, there would be no disappointed customers. What makes customer service tough is the challenge of diversity. Different customers, different situations, difference expectations. It takes training and practice to spot the differences and meet the challenge.



Based on how you’ve been treated as a customer …

what customer service beliefs have you uncovered?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Invitation:
I invite you to connect with me on Google+, LinkedIn, and Twitter. I welcome your questions. I will respond with inspiration and practical tips!

Other Customer Service People Skills Posts for You
Sorry Doesn’t Mean Guilty!
Superior Customer Experience: Are You Using the Power of Empathy?
Customer Service Loyalty: 21 Tips to Make It Easy for Customers

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

Customer Experience: What is the Opposite of Convenience?

If your answer to this question is — inconvenience — you may be losing customers without knowing it.


Customer Experience: Image is a road with a crack.

Customer Experience: What is the Opposite of Convenience? Image from Istock.

Image licensed from Istock.com

To a customer the opposite of convenience isn’t inconvenience.



It’s a reason to be angry.

It’s a reason to rant on social media.

It’s a reason to consider your convenient competitors.

It’s a reason to leave.




Customer Experience: What is the Customer Actually Buying?

A fast food customer service story about a very upset customer is all over the Internet. A drive-through customer stressed “absolutely no ketchup on my burger”. When the customer left the drive-through and opened the bag, there was ketchup on the burger. The customer then came inside and raged on about the mistake.

Why is the customer SO upset?



It’s not because of the inconvenience of the mistake. The customer is very upset because they bought convenience and received everything but that. When a customer considers where they will eat and chooses a fast food drive-through, it’s not just for the food. It’s for the convenience! Convenience represents ease. This customer experience was difficult.


The Customer Experience Convenience Connection

Customers expect convenience whether your brand is directly selling convenience (like fast food chains) or not. Customers like to connect with brands that make the experience easy! Convenience feels good. It brings customers back.

Find the inconvenience in customer experience and replace it with the convenience connection.

Where to look …

  • In your standard procedures. Businesses spend a great deal of time training employees on standard processes in the hopes of ensuring a consistently high quality customer experience. Yet not every customer wants the same thing. To deliver convenience, think flexible not standardized. Train employees on listening for special requests and following through.

  • In confusion. How do your employees act in the midst of confusion? Do they resort to standard procedures or do they ask questions to clear up the current confusion? The former can create customer unrest. The latter delivers superior customer experience.

  • In the micro view. When employees perform the task without knowing the true purpose of the task, customer experience suffers. Fast food drive-through lanes were not invented because people prefer eating food from a paper bag. Convenience sells and sells and sells! Do your employees know that?

  • In your silos. Customer experience convenience evaporates when teams are not working together. Do cross-teambuilding to ensure a convenient customer experience.

  • In lack of attention. Superior customer experience requires great focus on each customer’s request. Do your sales teams hear each customer’s true need before closing the sale? If not, the fulfillment teams will be generating inconvenience. The customer service teams will face the irate customer. Seek and destroy robotic thinking and replace with true attention to superior customer experience.


Where else have you found a lack of convenience affecting customers?



It’s a critical question. Never underestimate the value of convenience in any price point of customer experience. From budget products and services to high-end elegance, convenience and ease is key!


I would be pleased to work with you and your teams to increase the ease your customers have with you and your business.


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Featured image on the summary page from thisisbossi via Flickr Creative Commons License.

Related Posts:
Superior Customer Experience: Are You Using the Power of Empathy With Customers
Super Customer Experience: Immediate No Cost Improvements

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Superior Customer Experience: Succeed Through Empathy.

 

Superior Customer Experience: Image is letter A+

Superior Customer Experience: Power of Empathy Image by SalFalco.

Gratitude for image by Sal Falco via Flickr Creative Commons License


When you think of superior customer experience, do you think of empathy?  Many people think of empathy mostly as something to relieve painful moments.

 

The truth is that empathy also prevents painful moments. It establishes and celebrates connections. It creates outstanding experiences.

 

You deliver superior customer experience through empathy!

 

Superior Customer Experience: The Power of Empathy

When we think and act from the customer’s perspective, we are using the power of empathy. We are building bonds for success.

  • Empathy opens listening. Stepping outside of our own perspective through empathy, puts us in listening mode. This triggers the customer’s listening as well. BAM! Bonds for superior customer experience.

  • Empathy allows us to make it easy for the customer. When we design websites with empathy for the customers’ perspectives, we make it easy for them to buy from us. BAM! Easy is a big part of superior customer experience.

  • Empathy is the messenger of care. Every time customers interact with us, our words and actions must say “we care about you”. Empathy is that messenger. BAM! Care brings customers back because it delivers superior customer experience.

  • Empathy engages employees to deliver the best. Empathetic leaders inspire team members to be empathetic with customers. These leaders build a culture of care and model it to engage everyone to superior customer experience!

  • Empathy strengthens teamwork. Superior customer experience requires great cross teamwork through the company. When teams engage in empathy and see each others’ views, they can deliver that wonderful seamless trouble free experience every customer wants.


What threatens empathy? The myth that empathy means agreement. It doesn’t! Empathy means: “You matter. We matter. This matters. Let’s collaborate.”


If we think that empathy means agreement, we block our empathy when we don’t agree with someone. We stop listening and so do they. We actually create difficult moments — the opposite of superior customer experience. When we block our empathy, we block our influence.


When we consider others’ views before responding, we are using the power of empathy. When we think of the impact of our actions before making decisions, we are using the power of empathy.


Empathy is the applause for shared interests. It draws people together for infinite possibilities and bonds for tremendous success. It opens two-way listening and the doors to great partnerships.


Empathy is the engine of superior customer experience!


Will you offer examples of how empathy delivered superior customer experience in your life?


From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Post:
People Skills: Empathize Before You Analyze

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Superior Customer Experience: Fluency Requires 100% Listening


In part one of this series, I told a true story of how good customer experience turned bad because the business wasn’t listening to the customer. That large corporation missed out on valuable no-cost suggestions that would deliver superior customer experience.


There are none so stuck as those who will not hear. Don’t be one of them! Have your entire organization become and stay fluent in what the customer is saying.


Superior Customer Experience: Image is many ears.

Superior Customer Experience: Feedback Fluency Part II Image by KY_Olsen.

Gratitude for image to KY_Olsen via Flickr Creative Commons License.

Critical Listening Beliefs for Superior Customer Experience

It takes specific organizational beliefs to get all employees to listen to the customer.

  1. Customer feedback keeps the business alive. Although this may sound obvious, there are many businesses that don’t believe this. They write off suggested improvements as customer whimsy or a one-off opinion. Leaders must state and model that listening to the customer keeps the business alive. It delivers superior customer experience.

  2. All employees, regardless of title, can share customer feedback throughout the business. Silos, territories, politics stop employees from listening to the customer. They live within their job descriptions and the business loses out on no-cost opportunities for superior customer experience.

  3. Every employee is a customer advocate. If they aren’t, then your culture is not customer centric. It is company centric. How will you survive the new competitor who is listening to your customers?

  4. We aren’t here to maintain the present. We are here to create the future. Many employees who are not in the research and development part of your business don’t know this. Thus when the customer offers feedback for a superior customer experience, their minds tell them it’s not their job. We listen to whatever our minds tells us is important. Leaders must reinforce that it’s everyone’s job to listen to create the future.


Leadership Actions for Superior Customer Experience

As you develop the critical beliefs, take actions to support them. Else the beliefs simply become noise and blather that employees block out.

  • Engage employees opinions for improvements. Ask employees what the customers are saying. Actions speak louder than words and this action inspires employees to listen for customer feedback!

  • Have mechanisms for sharing feedback easily throughout the company. This is vital. Listening to the feedback is the first step. Sharing it facilitates superior customer feedback. Technology makes this sharing possible even in large organizations.

  • Encourage curiosity and teach all employees to ask great questions. What is the customer saying in a broader perspective? How can the feedback benefit our company and future customer experience? How can we reduce instances of the negative experience that spurred this feedback? How can we create superior customer experience from even the simplest suggestion?

    Be curious about how the feedback can be valuable! Customer feedback flops when employees are listening literally or defensively.


  • Stop reprisals on employees who highlight problems and solutions. If employees are punished for highlighting what needs to improve for superior customer experience, they won’t do it. Even when the top leaders model the critical beliefs noted above, managers sometimes take action against employees who highlight needed improvements. These managers mistake suggested improvements as an accusation of their managerial failure. Leaders, make sure you know what your managers are doing. Superior customer experience comes from inspired, engaged, empowered employees.



Get everyone listening to the customer. Break down the silos. Allow all to hear and use the free feedback for superior customer experience.

It’s a matter of today’s profitability and the company’s longevity. Companies go out of business when the customers’ needs and wants change and the company doesn’t!



What successes have you had getting real time customer feedback and using it to deliver superior customer experience?




From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Post:
Customer Experience Leaders, Remove the Never Ever Rules
6 People Skills Essentials to Seeing Others’ Views
Superior Customer Experience: Above & Beyond Question

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Customer Experience Feedback: Is everyone in your organization listening?


If the answer to this question is yes, then ask yourselves — are you sure?  Are they welcoming, listening, collecting, and sharing customer experience feedback even from the front line throughout the business?

Are they empowered to do it? Allowed to do it? Tooled to do it?


Customer Experience Feedback: Image is intersection circles of infomration.

Customer Experience Feedback: Flop or Fluency? Image by ChrisL_AK via Flickr.

Image by ChrisL_AK via Flickr Creative Commons License.


If you answer no, think about what your business is losing by shutting out customer experience feedback.  No-cost suggestions for success. Outside views that keep you connected to changing desires and trends. AND the secret of if and why they would or would not return.

Customer experience feedback doesn’t flow just through surveys and focus groups. Customers give it when they are thinking about it. Is your organization always listening and capturing these fresh pearls of information?



When everyone is listening, your organization becomes fluent in customer experience feedback!

When they’re not, you will have customer experience feedback flops.



True Tale of Customer Experience Feedback Flop

I recently purchased 3 items of clothing online from a major retailer. I received a shipping confirmation email that listed each item labelled shipped. I then received one box with one item. I wondered what happened. I checked my email box to see if there was an updated shipping message and there was none.


I called customer service and the agent told me items would arrive in two separate shipments. I thanked the agent and expressed my gratitude for the help and information. I then said: “If your company is open to customer experience feedback, it would be helpful to have the shipping email mention the multiple shipments.”


The agent replied, “it did”. I replied, well I have checked it twice and mine doesn’t say it. Nonetheless I’m not complaining, just letting you all know it wasn’t clear to me that the clothes would arrive in separate shipments. Clearer info would reduce the number of needless calls in your queue and make for an easier customer experience.” The agent again insisted it was there.


Phew! Customer experience feedback flop! This agent believed the job was to answer the initial shipping status question and defend the company — not to listen for feedback.




It never occurred to this front line rep that if shipping status was unclear to any customer, it was a customer experience improvement opportunity. Make of note of it. Pass it along for consideration.


Business owners and leaders: There are none so stuck as those who will not hear.



Welcome, listen, and collect customer experience feedback where it naturally happens. Inspire, train, and engage all staff to do it. It costs very little and the return is great!

In part two of this post during this National Customer Service Week, I will discuss critical beliefs and steps to doing just that.


From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Post:
Superior Customer Experience: Above & Beyond Question
Customer Support: It’s Actually Everyone’s Job

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

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